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Influencing, Persuading and Negotiating Skills for International Lawyers Training Course

A two-day workshop for those who need to achieve results through personal influence.
*BOOK EARLY – limited places available!*

17-18 Nov 2022

& 27-28 Mar 2023 , 24-25 Jul 2023 , 15-16 Nov 2023

Book or reserve now


Why you should attend

Being able to positively impact negotiations both with clients and colleagues will decide your level of success. In today’s commercial climate, having a wide range of techniques at your fingertips is essential to guarantee your continued high performance.

This two-day personal development workshop has been specifically designed for international lawyers. It offers a unique opportunity to focus on developing advanced influencing, persuading and negotiation skills to enhance your ability to make an impact, improve visibility and influence both clients and colleagues to manage legal risk and achieve business goals.

This course will help you to understand that this is not just a matter of reasons and arguments, but of making sure you are fully aware of your behaviour, your communication style and the impact they have on your colleagues and other interlocutors.

By role modelling such behaviour in the safe environment of the training room, you will become aware of your personal behaviour patterns and what changes you can make to have a more positive influence and reinforce the strong messages you wish to embed.

Key reasons for attending this workshop

This intensive two-day programme, tailored specifically to address situations faced by international lawyers, will:

  • Use experiential learning to enhance and build your skills to effectively influence a situation to deliver your desired outcome
  • Enhance your competency and confidence in negotiation with clients and colleagues
  • Improve your ability to manage conflict and disputes to a successful outcome
  • Provide a toolkit of leading and influencing strategies and techniques that you can use to overcome day-to-day challenges
  • Identify and recognise different influencing and negotiation styles in yourself and others
  • Deliver one-to-one coaching to identify your strengths and weaknesses
  • Show you what it means to be an effective international negotiator and how this can benefit your organisation
  • Help you master the skills necessary for managing negotiation impasses successfully

Who should attend?

This programme has been specifically designed for all international in-house and private practice lawyers who would like to improve their performance through enhanced influencing, persuading and negotiation skills. Delegates will identify a particular challenge they have encountered to apply the new skills learned during this course.

The key skills include:
  • Leadership
  • Negotiation
  • Influencing and impact
  • Persuasion


Definitions and styles of influencing and persuasion with colleagues and clients

Introduction to a model for influencing, personal effectiveness and persuasion.

  • Basic strategies
  • What do effective influencers do?
  • Personal impact and effectiveness when influencing
  • Looking at what we currently do
  • Identifying your own preferred influencing style
  • Recognising how others with a different preferred influencing style are effectively influenced

Positive and impactful tools for effective influencers and negotiators

  • Behaviours that help to reach agreement
  • Behaviours that lead to breakdown
  • Asking
  • Telling
  • Probing
  • Listening
  • Use of silence
  • The role of non-verbal communication
  • Simulation and feedback

Engagement and determining and building trust for results

  • Different types of trust
  • Creating and sustaining trust
  • Identifying your criteria for trust and other people’s
  • Testing your criteria and others for trust

Influence and persuade to lead, manage and negotiate across cultures and organisations

  • How different cultures like to be influenced and make decisions
  • Hierarchy
  • ‘I’ vs ‘we’
  • Perception of status
  • Dealing with certainty
  • Attitudes to time
  • Relationship vs task
  • Intercultural communication styles

Influencing, creating and managing teams that deliver

  • Teams vs groups
  • Team dynamics
  • Team building
  • Coaching teams
  • Evaluating teams
  • Remote and virtual teams

Time management and meeting strategies for fast-track lawyers

  • Extinguishing time bandits
  • Strategies to maximise influence in meetings
  • Seating for persuasion and influence
  • Handling difficult conversations

Successful advanced negotiations – objectives and strategy negotiations – internal and external

  • Proven tools and techniques
  • Objectives – slicing the pie or expanding the pie
  • The myth of ‘win/win’
  • Creating value – long and short term
  • Identifying your objectives and strategy
  • Strategy variables – BATNA and ZOPA

Identifying your natural negotiating style and widening your range of styles for success

  • Practical exercise
  • Recognising your preference and others
  • Impact of different styles
  • When to apply different styles

Pre-negotiation tools for effective time-saving preparation

  • Frames for a gain
  • The Issue Map – managing complex negotiations
  • Offers

Finding and using negotiating power when you have no authority

  • Definition of power
  • Sources of power
  • Interests
  • Positions

Immediate action

  • Key learnings
  • Defining personal objectives
  • Enhancing strengths and meeting challenges
  • Where you are going to be – short, medium and long term
  • Action plan


Arun Singh OBE (More...)

Arun Singh (Prof) OBE, FRSA is an international lawyer and consultant to an international law firm. He was formerly a partner and head of commercial law at KPMG Legal and partner at Masons (now Pinsent Masons).

Arun has advised on disputes and collaborations in a wide range of jurisdictions including Europe, countries in West and East Africa, India, Bangladesh, China, Hong Kong, Saudi Arabia, UAE, Qatar, Pakistan, Libya, Jordan, Syria, the US, Caribbean, Russia, Israel, Lebanon, Egypt, Thailand and Singapore. Arun is cited and ranked in the Chambers Guide to the world’s leading lawyers. He concentrates on international investment, joint ventures, licensing of technology, research and development, M&A, energy, outsourcing and corporate governance in developed and emerging markets; he also handles international legal risk management matters. Arun advises a range of international organisations and is a visiting professor in International Business, Leadership and Negotiations at Salford University Business School, senior associate at Oxford University’s Institute of Legal Practice and teaches international leadership and negotiations at the University of Cambridge. He has facilitated programmes in Europe, Asia, the Middle East and the US.

He is a recognised corporate educator and a non-executive director of two international investment companies – one of which is listed on the London Stock Exchange, chairing the Audit Committee and Investment Committee.

He was appointed an OBE by HM the Queen in January 1999 for services to international trade, investment and intercultural management. Arun is an editor and contributor to a number of publications including Business and Contract Law (a Thorogood Special Report) and How to Lead Smart People – Leadership for Professionals (Profile Books), a facilitator for company programmes and an experienced speaker at international corporate conferences.

Book now

Book or reserve now

NEW higher discounts for booking multiple places - bring your colleagues to make your training budget go further:
30% off the 2nd delegate; 40% off the 3rd delegate; 50% off the 4th delegate

Choose your date below - or reserve your place with no obligation for 7 days at ipi.academy: Reserve now
17-18 Nov 2022
Live webinar
UK (London)
17-18 Nov 2022
Live webinar
UK (London)
GBP 1,099 899
EUR 1,579 1,299
USD 1,786 1,474
Until 13 Oct*
Enrol now
to attend Live webinar
27-28 Mar 2023
Live webinar
UK (London)
27-28 Mar 2023
Live webinar
UK (London)
GBP 999 799
EUR 1,439 1,159
USD 1,639 1,327
Until 20 Feb 23*
Enrol now
to attend Live webinar
24-25 Jul 2023
Face-to-face, Rembrandt Hotel London
UK (London)
24-25 Jul 2023
Rembrandt Hotel London
UK (London)
GBP 1,199 999
EUR 1,719 1,439
USD 1,959 1,647
Until 19 Jun 23*
Enrol now
to attend Face-to-face
Rembrandt Hotel London
  • 2 days classroom-based training
  • Meet presenters and fellow attendees in person
  • Lunch and refreshments provided
  • Download documentation and certification of completion
  • Fair transfer and cancellation policy
15-16 Nov 2023
Live webinar
UK (London)
15-16 Nov 2023
Live webinar
UK (London)
GBP 999 799
EUR 1,439 1,159
USD 1,639 1,327
Until 11 Oct 23*
Enrol now
to attend Live webinar

Learn more about our face-to-face and webinar training formats.

* Note the early booking discount cannot be combined with any other offers or promotional code. As such, discounts for the 2nd/3rd/4th attendees are based on the full price of the course. Please contact us for pricing if you wish to send more than 4 delegates.

Continuing professional development

This course qualifies for 12 hours for your CPD records.
More about CPD

Customised in-house training

We can customise this course to meet the requirements of your organisation and deliver it at your location and/or online.

Contact us

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Previous customers include...

  • ABB Asea Brown Boveri Ltd
  • AT Lawyers
  • Bombardier Transportation GmbH
  • Branch of Sakhalin Energy Investment Company Ltd.
  • CEPSA E.P. S.A.
  • Dong Energy
  • Eesti Energia AS
  • Experian
  • FMC Separation Systems BV
  • GB Railfreight
  • GEA Process Engineering A/S
  • HH Associates Limited
  • Jimmy Choo
  • Johnson Matthey Plc
  • Karanovic & Nikolic
  • Kessler & Co AG
  • MBC Building
  • McKinsey & Co
  • Morgan Advanced Materials plc
  • Nokia Corporation
  • NV Nederlande Gasunie
  • Plinacro Ltd
  • Sif Netherlands b.v.
  • Sofunde Osakwe Ogundipe & Belgore
  • TRA
  • Uponor Corporation
  • W.W.I European Services Ltd
  • World Intellectual Property Organization

The balance between theory and practical examples from Arun's professional life is perfect. I also appreciated the fact that Arun did not follow the presentation all the time, he was able to adapt to our needs. Being a small group, I think this helped a lot. Arun is a great speaker, with great enthusiasm for teaching.

Ainhoa Garcia Naya, Legal Counsel, Medichem S.A., May 22

Arun was excellent, thoroughly enjoyable to listen to him train us and he was incredibly knowledgeable. Really enjoyable and will definitely recommend this to my colleagues / peers and will explore additional Falconbury courses in the future.

Jade Paterson, Legal Counsel, Huisman Equipment B.V, May 22

Arun is highly professional and knowledgeable. He is entertaining and a great speaker and I appreciated that he was able to adjust the course to the participants. Great and well-structured content.

Anne Sofie Kaern Poulsen, Corporate Counsel, Leo Pharma A/S, Nov 19

This course is excellent. It really helped me and I am a better influencer already.

Agnès Audoin, Legal Affairs Tech Ops & IT, IPSEN Pharma, Nov 19

As an attorney with 17 years' experience in the UN system I approach these courses with great skepticism – in this case my skepticism was misplaced. Mr Singh is very well prepared and experienced. As a practicing attorney he did not lapse into social science but kept our group focused on practical complexities. By the end of the course I felt I had learned useful and practical techniques to improve my internal colleague bargaining skills.

Christopher Ruggerio, Legal Counsel, World Intellectual Property Organization, Nov 19

This course is excellent, it really helped me and I am a better influencer already.

Agnès Audoin, Legal Affairs Tech Ops & IT, IPSEN Pharma, Nov 19

The training was inspiring, a good mixture of theoretical input and practical exercises. I appreciated the presentation style of the facilitator – Arun is an energizing speaker and he is always open to questions.

Alexandra Steindl, Legal Human Pharma, Boehringer Ingelheim RCV GmbH & Co KG, Nov 19

Excellent speaker with great knowledge, passion and ability to connect with people.

Max Enrique Röd Codeco, Legal Administrator , European Parliament, May 19

Content was appropriate for a two-day course. Very interactive with an energetic speaker.

Nikola Radovanovic, Head of EU Affairs, NIS jsc, May 19

Mr Singh was very clear in the message he wanted to pass on to us and the method used of mixing some practical examples and videos was very effective.

Svein Erik Pettersen, Senior Contract Manager, Anritsu A/S, May 19

Arun demonstrated a good knowledge of the topic and was accommodating of all shades of views expressed by the participants. The presentations were well spiced with role plays and interactive discussions which helped to drive home the points to participants. I will continue to apply the gains derived from the training in my day-to-day activities.

Ezekiel Adewole, Litigation Manager, Stanbic IBTC Holdings PLC, Nov 18

The speaker is commendable.

Nanle Dashibil Samuel, Legal Officer, Stanbic IBTC Holdings PLC, Nov 18

The speaker was credible and the method of conducting the talk was great.

Siti Aisyah Zainal Abidin, Legal Officer, Kuala Lumpur City Hall, Nov 18

Content was very good and I particularly liked the role playing and real-life examples. Presentation was very good, clear and not overloaded with technical jargon.

Samantha Oxford, Senior Contracts Associate - Consultancy Lead, King's College London, May 18

Very useful

Maren Müller, Legal Counsel Licensing, Grünenthal Pharma GmbH & Co.KG, May 18